INCREASED SALES AND THEFTS OF CANDY AS A FUNCTION OF SALES PROMOTION ACTIVITIES: PRELIMINARY FINDINGS

Abstract

We used an A-B-A design to evaluate the effects of two commonly used promotional activities—price reduction and increased exposure, in combination and separately—on sales and thefts of candy at a grocery store. The combination of activities and the increased exposure condition produced the greatest increases in sales. The combination of activities was also associated with the greatest increase in thefts.